Director, Global Events Sponsorship - Vendor Services – Events

Info-Tech Research Group • London, ON

6h

About The Position

This role is for a Director, Global Event Sponsorship within Info-Tech’s Vendor Services division, focusing on leading one of the company's fastest-growing product lines. The position involves owning the full lifecycle of the global event sponsorship business, including acquiring new sponsors, nurturing existing relationships, and developing sponsorship packages, experiences, and go-to-market strategies. The role requires leading a team of sponsorship sales professionals to drive exhibitor revenue, manage renewals and retention, identify growth opportunities, and acquire new sponsors. Additionally, the Director will shape sponsorship packages, design onsite activations, and build the go-to-market motion. This is a global role with potential travel to event locations.

Requirements

• Bachelor’s degree in any field.
• 5+ years of B2B sales experience with a strong track record of exceeding targets, ideally in events, sponsorship, media, or related industries.
• 2+ years of direct people management experience leading and developing sales teams.
• Deep understanding of event sponsorship sales cycles, including renewals, upsells, and new business acquisition.
• Strong go-to-market instincts with the ability to build outreach cadences, prioritize accounts, and guide a team’s pipeline strategy.
• Excellent communication, negotiation, and presentation skills with a comfort level engaging senior marketing and vendor executives.
• High resilience, intellectual curiosity, and a drive to innovate and lead change.

Nice To Haves

• Experience designing or influencing sponsorship packages, exhibitor experiences, or similar commercial products is a strong asset.
• Experience in advisory, research, information services, or B2B technology is a strong asset.
• Intellectual agility and curiosity: Willingness to continually learn about our events, sponsors, and the broader B2B technology market and use that knowledge adeptly in demonstrating and articulating the value of our sponsorship offerings.
• Excellent communication and selling skills: Ability to communicate internally and externally with senior executives in a clear, compelling, and concise manner; demonstrate sales skills throughout the sponsorship sales process.
• Active Listening skills: Ability to listen and respond to a sponsor in a manner that improves mutual understanding and uncovers opportunities for deeper partnership.
• Organization/time management skills: Ability and discipline to effectively manage a complex book of business across multiple events and timelines with ongoing re-prioritization and focus.
• Persistence and Resilience: Demonstrates consistent tenacity in managing the sales process and successfully overcomes setbacks and disappointments; uses creativity and innovation to address sales challenges and obstacles with a solution-oriented focus.
• Coaching and Mentoring: Ability to coach, motivate, support, and facilitate the development of sponsorship sales professionals so they build the skills to grow their careers and consistently hit their numbers.
• Problem Solving: Actively seeks information and input to understand the cause of problems, takes action to remove obstacles, and addresses issues before they impact performance and results.
• Business Acumen: Uses knowledge of the B2B technology landscape and event industry to engage sponsors and connect their goals with our offerings, preferred.
• Self-awareness: Self-motivated with an awareness and understanding of one’s strengths and areas of development, preferred.
• Experience in an advisory, events, information, marketing and/or business services organization, preferred.

Responsibilities

• Lead, coach, and develop a team of sponsorship sales professionals, driving 100%+ quota attainment across the group.
• Own the full revenue number for global event sponsorships, covering renewals, expansion, and net-new sponsor acquisition.
• Drive sponsor retention and growth by ensuring the team delivers exceptional value and builds lasting relationships with B2B technology vendors.
• Build and execute the go-to-market motion: define outreach timing, account prioritization, and campaign sequencing to maximize pipeline coverage.
• Play a lead role in shaping and evolving exhibitor sponsorship packages, pricing, and add-on offerings to maximize value for sponsors and revenue for the business.
• Own the exhibitor onsite experience, working cross-functionally with events, operations, and marketing to deliver best-in-class activations.
• Set clear performance milestones and coach team members through the full sponsorship sales cycle, from prospecting through renewal.
• Monitor and optimize sales metrics, using data to drive decisions and improve outcomes.
• Collaborate with senior leadership to shape sponsorship strategy and align on broader Vendor Services growth goals.
• Conduct QA sessions, provide real-time coaching, and support sales conversations to ensure success.
• Manage and develop internal sales staff by providing supervision, coaching/training, monitoring activities, and participating in performance assessment.
• Bring market intelligence and sponsor feedback to continuously improve our sponsorship products and competitive positioning.
• Assist in sponsor conversations and provide on-call support to ensure successful acquisition and client satisfaction.
• Accurately forecast annual, quarterly, and monthly sponsorship revenues.
• Maintain high levels of engagement and drive a collaborative and supportive team culture.

Benefits

• Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants.
• Upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.

What This Job Offers

• Job Type: Full-time
• Career Level: Director